Regional Sales Manager, Surgical and Sports Medicine

Birmingham, AL

Job ID: 621

Job Req code: 621

Category: Sales

Job Type: OI Surgical and Sports Medicine

Northwest regionally-based clinical and business manager maximizing effective sales coverage of Organogenesis Surgical and Sports Medicine products and specialties within their given geography through 1) recruiting, training and managing distributors and direct reps, 2) selling and sales execution in conjunction with distributors and reps, 3) optimization of marketing initiatives such as KOL management and promotional/industry events and 4) work with internal support teams to align with corporate strategy and maximize impact of resources.Regionally-based clinical and business manager maximizing effective sales coverage of Organogenesis Surgical and Sports Medicine products and specialties within their given geography through 1) recruiting, training and managing distributors and direct reps, 2) selling and sales execution in conjunction with distributors and reps, 3) optimization of marketing initiatives such as KOL management and promotional/industry events and 4) work with internal support teams to align with corporate strategy and maximize impact of resources.​

ROLES & RESPONSIBILITIES

1.Distributor Management

  1. Recruitment: Identify & (in collaboration with ASD) evaluate and recruit potential distributor partners for coverage of specific specialties/products for specifically targeted markets,
  2. Training & Development:
    1. New Distributor Reps: Work in conjunction with ASD and Sales Training Dept. to ensure new distributor reps receive complete and appropriate training on how to effectively sell and properly support Organogenesis Surgical and Sports Medicine products in their respective geographies and specialties
    2. Existing Distributor Reps: Provide ongoing education & advanced training on expanded product/procedural applications, including ride-alongs as needed
  3. Sales Planning & Execution:
    1. Routinely meet with distributors to identify opportunity & discuss progress towards targeted business within their geographies & specialties, and to conduct business reviews.

2.Direct Rep Management

  1. Recruitment: Recruit, interview and hire direct sales reps for specified geographies
  2. Rep Training & Development:
    1. New Reps: Work in conjunction with ASD & Sales Training Dept. to ensure new reps receive complete and appropriate training on how to effectively sell and properly support Organogenesis Surgical and Sports Medicine products in their respective geographies and specialties; ride-alongs as needed
    2. Existing Reps: Provide ongoing education & advanced training on expanded product/procedural applications including ride-alongs as needed
  3. Performance Management:
    1. Sales Planning & Execution: Routinely meet with reps to identify opportunity & discuss progress towards targeted business within their geographies & specialties, and to conduct business planning and business reviews.
    2. Set performance expectations & provide feedback on progress/performance; implement performance improvement measures
    3. Employ effective engagement, motivation & retention tools such as appropriate rewards & recognition, career planning, etc.

3.Sales:

  1. Selling:
    1. Make sales presentations to customers for or with their distributors/reps
    2. As needed, attend surgical cases or key sales meetings with distributors/reps
    3. Support sales efforts for targets identified without rep coverage until these accounts can be transitioned
    4. Identify key strategic accounts within region; establish independent relationships with key stakeholders
  2. Sales Execution
    1. Assist reps with, or lead, VAC approvals and contract management at specific hospitals and small IDNs
    2. Region-level planning and forecasting

4.Marketing:

  1. KOL Identification/Recruitment: identify specialty-specific candidates for regional/national speaker/advocacy
  2. Educational Speaker Programs: work with distributors/reps to conduct (target, plan and execute) local/regional educational/promotional speaker programs & drive post-event follow up
  3. Regional Meeting & Tradeshows: identification & prioritization of all regional tradeshows; effective attendance/sales support; effective follow up of leads

5.Leadership:

  1. Manage interactions between distributors and direct reps
  2. Liaison between corporate/internal support and field sales team to maximize resources
  3. Conduct team meetings as needed/required
  4. Timely & effective communications to all reps on sales-support items such as GPO contracting, reimbursement, competitive Intel, etc.

6.Administration:

  1. Budget Management: Manage region-level budget and effectively allocate resources; Oversee direct rep budgets/spend
  2. Policies: Ensure Team’s adherence to Compliance requirements & company policies & procedures
  3. Reporting: compile and submit reporting requirements including timely & accurate sales and expense reporting
  4. Inventory & PO management: As requested/required, assist reps in timely delivery of outstanding PO’s; Monitor, advise and assist reps with Organogenesis Surgical and Sports Medicine-owned field inventory (e.g. consignment requirements, product storage requirements, etc).

Requirements

Bachelor's Degree

Outside Sales Experience in biologics or medical device. 

Proven Track Record